Common errors in Sales Management | Business Trend

Most of the company?s profit is often one to pay people involved. Despite the increase in sales of variable gross margin decreased, leading to alternatives to personal selling.

--> More often than not, management is not guilty and sellers. The reason is simple and increasingly popular for people who want to attend a management course is a direct result of management styles and methods in accordance with the time --> six most common mistakes on the part. business managers, as follows: --> 1 Unresponsive to changes in market structure -->

buying experience in many markets has changed dramatically. The decisions taken are based on new criteria. Example: In the past, craftsmen to advise farmers on the selection of materials, today is that the designers (architects, engineers) who have a decisive influence

--> Example: It is increasingly common for sales staff to address. particularly separation buyers in large organizations for consumer protection. As a result, it seems that local traders are losing importance. --> The seller has to deal with highly qualified decision makers to exercise greater powers than in the past. Sales managers can ensure that their sellers are not selling their depth inspection of documents and verbal techniques for sales and support staff for further education and training. --> 2 I think the only short sales --> sales success today depends on the ant number of components, not just short-term increase in turnover --> Example: Architects buy building materials directly to the manufacturer. However, the idea of ??the architect is a very important factor in influencing customer choice. This means that vendors have to deal with the position of the target groups. Unfortunately, this strategy does not directly affect turnover. --> Conversely, turnover remained stagnant. Very few people in management seems willing to sacrifice a few percent of sales in the short term performance, which is considered important in the long term. As suppliers to manage a low income, you can punish them further. --> can not be achieved simply by entering strategic business turnover of payments. For long-term success, you must include qualitative criticism --> 3 Repair of the structure of sales --> fact that the structure of sales after his election ? whether in connection with the distribution of the sale or distribution of goods or clients ? does not mean it will be correct to five years. Regardless of the possibility of resistance to structural changes should be avoided --> Example: a company which manufactures medical equipment, medical supply with special equipment. Dealers are already a campaign of medical students as future customers. Although many young doctors, and later settled far from their place of training, but also continue to look after your sales representative. As a dealer is not ready to give up profitable customers, colleague, business organizations, is becoming less effective. --> fundamental error does not charge sales management students advice about the seller. When the restructuring of the ?sale? is important to establish a payment system that takes into account the relationship building with potential clients. --> 4 Managing motivation instead --> There are business managers who still do not think much about contemporary methods of management and control of employees. We firmly believe that their employees will produce only contract under constant pressure and constant monitoring --> Example: Manufacturer of patented products him his phone vendors at 8:00 every morning. To Sales Manager for verifying that suppliers are not home, he calls them. You can imagine what effect it every day ?motivation boost? to the seller. --> surely there must be some degree of control. However, sellers feel that their reports are used to hold them in check, but instead, a source of support. Any good sales manager knows that it is vital to your vendors who support them and help solve their problems (for example, to accompany them on visits to customers). A great skill for any effective manager is a mixture of active and prompt support that relate to anything in the proceedings --> 5 Do not make full use of innovations --> technical innovations are the best way of profiling and pulling ahead of the competition. With an emphasis on technical ability and excellence, your customers and competitors know better than you. However, many sales managers underestimate the importance of technical innovation --> Below are two common mistakes: --> Instead of emphasizing the benefits of the product is a new product very low introductory price. Therefore, it can take the lead in the competition as a technical innovator. --> technical innovation is ignored. Sales Manager leaves operators free to start a new product, rather than presenting them with the concept and shows them what he does. --> 6 Lack of openness --> It is clear that the lack of openness in many companies. Hiding behind formalities, such as statistics on turnover and visit reportsis due to previous lack of openness sales managers --> employees, on the other hand, preferred to regular meetings to discuss their problems, to explain the structural changes in the market to discuss errors involved in the implementation new products. Meetings can also be used to accommodate vague criticisms and proposals for how to take care of the market --> you guilty of any of the above errors? If so, you must make a conscious effort to change their management style. Your employees will be grateful and you will! Participation in the good course management can help to develop effective managerial skills. --> About the author

Richard Stone is the director of training for first-line Limited, which runs management courses to improve business results.

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Tags: target groups

Posted in Sales Management

Source: http://www.robertosch.com/common-errors-in-sales-management/

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